Asking for a Raise

Carrie Mason-Draffen/Newsday
Wednesday, October 17, 2007

MELVILLE, N.Y. — If you’ve been putting off plans to ask for a raise, now might be the time. Especially if the boss keeps telling you what a good job you’re doing but doesn’t follow up the kudos with more currency.

The shortage of highly skilled workers has emboldened some employees to demand higher salaries. Fifty eight percent of employees surveyed nationwide by the staffing company Robert Half International and CareerBuilder.com said they are more likely to negotiate a better compensation package today, double the percentage a year ago.

Dale Carnegie Training in Hauppauge, N.Y., is dealing with the worker shortage from another perspective.

It has received increasing numbers of requests for training from companies convinced that the only way to get good people in today’s market is to steal them, or grow their own — as in training, says Peter Handal, Dale Carnegie’s chairman and chief executive.

For employees seeking a raise, here are a few tips from Handal:
1. Look at things from the other person’s point of view, Handal says. What does the manager want or expect from you? Whatever it is, you have to make sure you deliver. And be honest about whether you’ve fulfilled your manager’s expectations, he says.

2. Communicate. “It’s not just a matter of doing a good job, it’s equally important to let a manager know you are doing a good job and doing what he or she wants,” he says.

3. Do your homework. Find out what how much a position like yours commands in the job market and also research how much your category is worth within the company. Also consider the company’s circumstances. “If the company is on the verge of bankruptcy ... there’s no point in spending a lot of energy in negotiating a raise,” he says.

4. Get creative. Negotiate not just a salary but total compensation. If your pay won’t go any higher because you are at top scale, try asking for an extra day off, a parking space or some kind of fringe benefit that would be just as valuable as cash.

5. Be flexible and reasonable. “Don’t ask for something that is over the moon,” he says.

Story from: http://www.timesrecordnews.com/news/2007/oct/17/skilled-workers-now-may-be-good-time-ask-raise/

Gratitude in the Workplace

As Thanksgiving approaches, it is a good time for us to think about gratitude. Webster's defines gratitude as, "the state of being grateful; thankfulness." How often do we think about gratitude and how we might express that in the workplace? Might it improve relationships with our coworkers? Allow us to more effectively lead others? The following article on gratitude in the workplace offers some great advice on how we might show gratitude to those we work with and for.

The Power of Gratitude

Gratitude might seem like a soft or even an obvious subject to you. Perhaps you would rather read about a leadership lesson or a marketing approach or even a motivational technique. If that is what you are thinking, I urge you to read on. I don't think you will be disappointed.

From the time we are little kids we are taught to say thank you. It is one of the first things we learn. We are taught to say thank you because our parents know that showing that simple appreciation is polite behavior and because it is the right thing to do. This lesson is one of the most valuable we learn from our parents - one that we should definitely be thankful for.

There are many ways that we can and should show our gratitude in a business or professional setting. I will share several of them with you, and they will be very valuable to you, if they are used with the right spirit and attitude. Approach them from an authentic attitude and you will reap more than you sow. Consider them as techniques or ploys and you risk being seen as insincere or manipulative.

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Teamwork During Holiday Vacations

As the holidays draw near, many find that their stress level increases significantly. Between work and home life, stressors can mount quite high during the busy holiday season, especially when you are taking time off of work. You want to be having fun on your break from the office, but are preoccupied with what’s being accomplished in your absence. It is actually not all that difficult to get work done while balancing the vacation time of yourself and others. Here are a few ideas to help you plan for this process and keep things rolling – even during the holidays:

Inform the appropriate parties. Let your co-workers know exactly when you are going to be away. This not only keeps everyone up to date with your schedule, but also lets others plan around your absence in order to meet their own deadlines. When you come back to the office, you won’t be subject to a deluge of urgent messages from those needing your assistance and can help to ensure uninterrupted workflow for everyone involved.

Create a plan of action. Hold a meeting with those who are involved in your projects. Be sure to coordinate schedules with others and decide on a process for completing your assignments. In most cases, one aspect of a project can’t be finished until another element is done first. With a solid plan of the progression, no one will be waiting on another person’s portion while they are away.

Get assistance from co-workers. Assess your workload and decide if others could assist you with urgent assignments needing to be completed before you leave. Explain what needs to be done and compromise by promising to assist them on a later project. Make sure you are appreciative of their help and realize that they have their own responsibilities.

Develop a return plan. Prioritize assignments that are not necessary to complete before vacation, so upon returning you will have a plan with details of what needs to be done. This will guarantee that you hit the ground running as you return to work and don’t get bogged down trying to rehash what needs to be done while it is not as fresh in your mind.

Hopefully these tips can help you create a productive work environment even during the holidays. By planning ahead and creating sensible deadlines, you will ensure things are getting done. Now go out and enjoy your vacation!

Shake Off Your Mistakes

Do you sometimes feel as though you make mistakes that begin to build up on you? Starting with one mistake, you may get flustered and then you make another, from there it builds. To stay on track and not make these mistakes, you must understand that no one is perfect. Everyone has days where it seems like nothing is going right. If you make a mistake it is important to keep focused. Keep in mind that it’s not what you do before you make the mistake; it is what you do in response to the mistake that will keep you on track. Here are a few things that you can do to stay focused.

• Brush it off – No one is perfect. Once in awhile everyone makes mistakes, it’s going to happen. Don’t spend time worrying about it, cooperate with the inevitable and focus on what you are doing.
  
• Don’t fuss about trifles – Forget the small stuff. If you let go of the smaller mistakes you’ll be more focused and catch the larger ones before they happen.
  
• Don’t worry about the past – Shake off your mistakes and move on. Forget about what happened, no matter how silly or embarrassing. By letting go of the past it will help you focus on your current task.
  
• Profit from your mistakes – So you’ve made a mistake, now figure out why you made the mistake, make a note and move on. Making even a mental note will help remind you to be more careful next time the situation comes up.
  
• Rest before you get tired – Many times silly mistakes are made simply because you are tired. Make sure that you get enough sleep. You will find that when you are refreshed you will make fewer mistakes.

Focus on Your Most Important Investment – Your Time | EyesOnSales

No matter how wealthy, talented or successful we become, time is the one thing we can never get enough of. The top 10% of performers are acutely aware of the value of their time. In fact, all successful sales people practice disciplined time management. As a result, they spend the most time doing those activities that make them the most money, and little time doing those tasks that earn them little or nothing.

Click to read the rest of this article...
Focus on Your Most Important Investment – Your Time EyesOnSales

On Having More Courage...

From the writings of Dale Carnegie...

Would you like to have more courage? Here are five short rules, which, if you will follow them, I guarantee will increase your store of fortitude.

1. Act as if you were courageous. This makes you a bit braver as if one side of yourself had been challenged and wished to show it was not wholly afraid.
2. Pause to reflect that others have had to face great discouragements and great obstacles and have overcome them. And what others have done, surely you can do.
3. Remember that your life forces move in a sort of rhythm and that if you feel depressed and without the power to face life you may be at the bottom of the trough; if you will keep up your courage, you will probably swing out of it by the very forces which at the moment are sucking you down.
4. Remember you feel more defeated and downcast at night than during the daylight hours. Courage comes with the sun.
5. Courage is the measure of a big soul. Try to measure up.

Carnegie Coach™ - Thinking On Your Feet

Question: Lately I have found it extremely difficult communicating in certain situations. At times when I’m put on the spot to answer questions I freeze up, and cannot respond. I feel that this problem is having a negative effect on how my co-workers see me. I fear that if I am unable to think on my feet I will continue to lose credibility. Is the ability to think on your feet something people are born with? Or are there any ways for someone like me to improve communications techniques, or lack thereof?

Answer: Many talented business professionals have not been able to respond in challenging situations. In some situations this has cost people promotions and other opportunities within jobs. Luckily effective impromptu speaking is not a skill that you must be born with. There are ways in which to improve these speaking skills, here are a few tips you can use to help:

1. Be mentally ready. Avoid negative self-talk like, “I hope he doesn’t ask me anything like that.” Replace doubt and fear with a positive anticipation toward a chance to make a positive impact and good impression.
   
2. Get into an example immediately. This will free you the necessity of thinking hard about your next sentence, personnel experiences are easily recounted (even in impromptu situations). This will also allow you to get into the swing of speaking, and help eliminate first moment jitters. An example will also enlist the attention of your listener immediately.
   
3. Speak with animation and force. When you speak with energy and forcefulness, your external animation will have a beneficial effect on your mental process. Once your body is animated your mind will function at a rapid pace.

If you have any business related questions or would like advice on other workplace issues, visit our web site at www.dalecarnegie.com or email us at carnegiecoach@dalecarnegie.com.
(c) Dale Carnegie & Associates, Inc. 2006. All Rights Reserved.

When The 40-Hour Workweek Isn't

BY KATHERINE REYNOLDS LEWIS

Pop quiz: Since the 1950s, the length of the average American workweek has ... A) climbed. B) declined. C) stayed roughly flat.

If you picked A, you're wrong. The average employee worked 39.2 hours a week in 2006, nearly two hours less than the 40.9 the Bureau of Labor Statistics recorded for 1956.

So why does it feel like we're working harder every year?

A third of those surveyed in July by Indianapolis-based business consultants Walker Information said they're forced to devote too much time to work, and 45 percent sacrifice personal balance for their jobs — increases from Walker's 2005 survey.

What's going on? Click here to read the rest of this article...

Minding Your Manners in the Workplace

BY CARRIE MASON-DRAFFEN

"Mind your manners or you won't get that promotion."

That's not your mother talking but the message from a recent survey.

That survey, published by NFI Research, an executive business group in New Hampshire, found that good manners are key to moving a person's career forward.

Peter Handal, chairman and chief executive of Dale Carnegie Training in Hauppauge, couldn't agree more. "For someone who wants to be upwardly mobile, good manners are essential," he says. "How you act is a reflection of yourself as a professional. If you are smooth and polished, you are more likely to be perceived as professional."

How do you make sure your manners are up to snuff?

Treat others the way you want to be treated, he says.

And gauge what is permissible in your company's culture. Walking around with an iPod might be permissible in some companies. "In other companies that would be a terrible thing to do," he says.

Source: http://www.newsday.com/business/ny-bzman0905,0,4748186.story

Tips for Women to Break Glass Ceiling

BY CARRIE MASON-DRAFFEN

The glass ceiling for women remains very much in place.

A recent study by Catalyst, a Manhattan-based women's research and advisory group, found that gender stereotyping is still pervasive and leads companies to "underestimate and underutilize" women's leadership talent.

Peter Handal, chairman and CEO of Dale Carnegie Training in Hauppauge, believes that women (and men) can excel in the workplace if they master certain key skills such as communication and relationship building. Here are a few tips:

Communicate. It's okay to communicate goals to superiors from time to time. "This not only reflects dedication to a successful career; it displays enthusiasm for the company's success as well," Handal says.

Keep Options Open. Preserve relationships outside the company. "External opportunities should always remain on a working woman's radar, especially if things aren't proceeding along within the time frame that she has set within her current company," he says.

Get Involved. Expanding a social network can be a great benefit to a woman's career. "Becoming involved in politics, philanthropic events, networking groups and any other organization where a woman's intelligence and skills can be displayed will hold her in higher esteem," Handal says.

Sustain a Professional Attitude. This includes not only the way you dress but the attitude you display as well. "By exuding professionalism that includes a positive attitude, a woman will gain the respect of others in the office," he says.

Source: http://www.newsday.com/business/ny-bzceil0918,0,4310183.story

Spotlight on Business: Wyoming

Jack's Truck & Equipment: Building for the Future

Compete or be beaten. Perhaps, the major driving force of business today. To remain competitive businesses must continually evolve and grow, or risk losing to the competition. Some companies grow by acquisition - others by merging and combining forces. Some of the most successful companies, however, have shown that investing in their own strengths leads to success and increase market share.

In 1982, Jack Chafee traded in his motor home and withdrew $1200 from his savings account to open his own business. When Jack started his construction equipment repair business, his goal, with each repair, was to provide his customer with a quality repair at a reasonable price. Within the first three years, Jack expanded his business and hired 24 employees. After ten years of success, Jack’s Truck & Equipment (JTE) evolved from a strictly repair business, into a business that rents, sells, services and repairs heavy equipment.

Jack’s customer-based philosophy has been the foundation as JTE has grown and matured to become the exclusive Freightliner, Sterling, and Western Star truck dealer for northern Wyoming; as well as the exclusive New Holland Construction equipment dealer for all of Wyoming.

Kevin Chafee, Jack’s son and General Manager, joined the business in 1994. Kevin found himself to be a relatively young and inexperienced businessman in a position to lead an older and more experienced crew. And with three locations statewide, the rapid growth started to pull at the heart of JTE – its people.

Kevin wanted to bring his crew together – create a cohesive effort between departments and locations. JTE’s Managers, experienced in the industry with tremendous product knowledge, needed something more: the ability to communicate with a younger generation of employees and customers and better manage the stressful situations, which come with today’s business reality.

Kevin, along with two of his Managers, enrolled in the Dale Carnegie Course®. Participating in the training program as a unit, Kevin says, “brought cohesion to the departments. We have better communication between employees and are more successful motivating employees.”

Kevin has seen that by investing in key employees, his company (as a whole) has benefited. “We have increased employee satisfaction and are able to keep employees in a market where people tend to leave for more money. We now see our employees recruiting others to come work with us.”

Successful, experienced companies like JTE develop a competitive edge by investing in their people. 26 years ago, Jack started a business built on customer service – JTE now operates in Gillette, Casper & Rock Springs. Each location is fully equipped to provide the parts and service needs of all the trucks and equipment they sell. Jack's employees are dedicated to listening to
the needs of each customer and then striving to help each customer reach their goal.

When you have good people working for you, investing in their professional development results in greater employee satisfaction and retention. The return on investment ripples throughout the company. As Kevin will tell you, “it will pay for itself…hands down.”

Visit Jack's Truck & Equipment.

Tips for Overcoming Prospecting/Call Reluctance

Add Some Pep to Your Prospecting
Most sales professionals would rather do anything than prospect. But the fact remains, the more prospecting we do, the more customer relationships we'll have. Here's how to stay energized about prospecting.

1. Give yourself a pep talk.
   Sell the idea of prospecting to yourself. Affirm that you are eager to meet more prospects because that will lead you to more sales. Don't expect to feel better after just one pep talk. You may have to resell yourself five to ten times a day until your subconscious mind takes over and does the job for you.
2. Set a goal and force yourself to work toward it.
   The unsolved problem of all time is how to make ourselves do what we know we ought to do. So don't worry about beginning to make more contacts. Don't put it off. Just do it. Help yourself by setting a manageable goal. For example, depending on your situation, you might set a goal to make give more contacts per week. Think about it: After one year, you've made over two hundred more connections to potential customers, simply by making a few more calls each week. Or set a goal of attending one community or business function each month and meeting five new people at each event. By the end of the year, you've met about sixty new people. How many more customer relationships will that bring your way?
3. Stop making excuses.
   It's likely that we've all used reasons such as these at some point in our career: "I can't do any prospecting on Friday afternoon, no one's there. It's no use to find new opportunities in July and August because everyone's on vacation. I can't make phone calls on rainy days, no one's in the mood to hear me." We need to stop rationalizing our inactivity.
4. Overcome the fear of wearing yourself out.
   If some salespeople survive one hundred calls a day, it's possible to survive ten more a day, or whatever is realistic in your business.

Excerpted from "The Sales Advantage," J. Oliver Crom & Michael Crom, 2003.

"Do a little more each day than you think you possibly can."
- Lowell Thomas

"It has been my observation that most people get ahead during time that others waste."
- Henry Ford

Building Rapport: Words From the Other Side of the Desk

Here's what some customers in the paperboard packaging industry had to say about building rapport. And there's a good bet they speak for any type of customer, in any type of business.

Prompt return of phone calls. We can be quite forgiving about other things if you are easy to reach and prompt in returning our calls.

Technical knowledge. Understand your own products and services and also our company and our requirements. We expect you to do your homework before you call on us.

Strong customer service. We want it to be easy to make an order, easy to check out order status, and move up or delay shipment.

Occasional progress reports when appropriate. If we call to check on something or ask about a new item, give us an update.

Respond to our emergency needs. When you get us out of a jam, we remember you for a long, long time.

Deliver as promised. When you don't deliver as promised, we remember you for a long, long time. When you see that you can't deliver on time, call and let us know.

Don't jam price increases down our throats. Work with us when prices are moving upward, and if the price increases, tell us.

Excerpted from "Customers Make Wish List for Service," an article in Paperboard Packaging Magazine, April 1999, by David Ehlert.

Training Doctor Offers Free Checks-Ups for Businesses

Business executives usually schedule an annual physical to make sure they stay in good health, but now there is a check-up available to test the health of a business.

The Dale Carnegie Offices in Nebraska, South Dakota and Wyoming offer an annual check-up to any company to measure its “company health condition” in seven key areas including the leadership, initiative taking, sales and communications.

“Unlike the doctor’s office, there are no blood tests and no time lost in the waiting room. All we need is 7 minutes from each manager or selected employees in a business to answer a survey of seven key business areas,” said Ken Knutson, Managing Director for Dale Carnegie Programs in Nebraska. The survey can be done by email or integrated into a 90-minute Business Improvement Workshop, facilitated by a certified Dale Carnegie Instructor on-site. There is a fee for the workshop but the survey and report is free.

The participants are instructed to return their surveys directly to a designated Dale Carnegie office to preserve anonymity of the answers. The surveys are entered into a computer program and a customized report is prepared for the company which identifies areas that need attention.

“We measure how the company managers and employees perceive key areas such as; communication between top management and employees of the company, how the company encourages or discourages innovation and departmental collaboration in the work environment,” according to Duane Salonen, Dale Carnegie President for a four-state area.

These measures allow a company to take appropriate action through additional training and changes in management processes. “Some managers try to assess these issues on their own. We bring an outside perspective and the chance for managers and employees to speak freely because individuals are never identified – only the relative success or need for improvement in each area are discussed,” explained Knutson.

A company can learn a lot, and there is no cost in providing the survey other than the seven minutes of time from each participant, said Knutson. “The price is right, and acting on the results can save a company thousands of dollars in productivity, employee retention and increased profits.”

To schedule a “health check-up” for your company, call us at 1-800-888-1425 or send an email to dsalonen@dalecarnegiesd.com.

Six Ways to Show More Courtesy to Others...

From the writings of Dale Carnegie...

If you haven't thought about courtesy, stop now and give it a thought. Here are some suggestions that will help you to develop an habitually courteous attitude:

1. When talking with another, listen attentively. Don't assume a bored attitude, or allow an "I knew it" expression to flicker across your features.
2. Don't interrupt another when talking. Let him talk himself out, even though he be a complainer. If you interrupt him, you are implying that what he is saying isn't worth listening to.
3. Get the name of the speaker, if he is a stranger to you, and use when occasion arises.
4. If the speaker is wrong in a statement, never onctradict him flatly. If necessary, mention, after he has finished, that you always thought thus-and-so, and add that if you are wrong you are glad to be advised.
5. Don't assume an air of importance. Never allow the speaker, or your companion, to feel that he is inferior to you in any sense. He won't think himself inferior, and he will resent you if you show that you think he is. If you have had superior advantages, he will attribute that to your luck, not to you.
6. Apologize when you have been wrong.

Carnegie Coach™ - How to Take Care of Work Before Your Vacation

Question: I’m planning a vacation for the holidays. I’m really concerned about my workload during my absence. I cringe whenever I think about the emails and voicemails, not to mention the memos and deadlines I have to handle upon my return. How can I minimize this before I leave for my vacation?

Answer: One can feel extremely overwhelmed by the catching-up process. However you can help alleviate the situation by implementing these simple steps before leaving on vacation.

1) Inform the appropriate parties. Besides notifying your colleagues, don’t forget the vendors and clients. Call your contacts and let them know your departure and expected return. A little courtesy goes a long way. Not only are you keeping everyone in loop, but also enabling everyone to review pending/future projects and deadlines to accommodate your schedule. This will help ensure timely and uninterrupted workflow, and reduce frustration.

2) Avoid procrastination and finish what you can. Don’t leave projects until the last minute. Try reviewing your projects a few days prior to departure. Determine which ones need immediate attention. For the ones that have to wait until you return, make little reminders for yourself on what needs to be done.

3) Enlist help and delegate. Approach your colleagues for assistance. Assess your workload and ask politely whether they can help with priority projects or handle selected requests. Or have someone check your email daily during your absence. Be appreciative of any help they can provide and understand they also have their own work responsibilities l. Spend some time explaining what needs to be done and in what manner to avoid confusion.

4) Organize your voicemail and email effectively. Keep your message succinct. State your departure and return dates. Include a couple of contacts the client can speak to in the office.

With these suggestions, you will be able to reduce the accumulating pile of correspondence and paperwork and enjoy your vacation!

If you have any business related questions or would like advice on other workplace issues, visit our web site at http://www.dalecarnegiesd.com/ or email us at dsalonen@dalecarnegiesd.com.
(c) Dale Carnegie & Associates, Inc. 2005. All Rights Reserved.

Carnegie Coach™ - How to Make a Great First Impression

Question: I have just been hired in as a manager of a large company. This is a very exciting time for me, but I am nervous. I want to make a great first impression, especially since I will be managing many of the employees I meet. I have heard from previous colleagues that I can come off as being rude and unapproachable at times. I am nervous that my new colleagues will view me that way. Can you give me some tips?

Answer: Congratulations on your new position! It is important that we start off on the right foot when beginning a new position. Furthermore, it is vital to keep a positive impression even after you are through meeting everyone. Here are some pointers on how you can create a good impression to win your colleagues’ respect and trust.

1) Smile - This is a very simple, but an effective point to remember. We are naturally drawn to people who have a smile on their face. Smiles make us seem approachable and trustworthy.

2) Be a good listener - When we meet people for the first time we tend to feel nervous and rattle on about ourselves. Instead of focusing on you, ask your coworkers about themselves. Genuinely listen and be interested in what they are saying.

3) Look them in the eye - When you first meet someone look him or her in the eye and smile to establish an immediate connection. This will show that you are easily approachable and you are genuinely interested in meeting them.

4) Remember names - We all like to hear the sound of our own name. It may be difficult to remember everyone’s names, but try your hardest to make connections between names and faces. Referring to someone by his or her name is personal and shows you want to know your new colleagues. A useful way to help remember a name is to say their name out loud when you meet them, and find a characteristic that can help you remember them by.

If you have any business related questions or would like advice on other workplace issues, visit our web site at www.dalecarnegiesd.com or email us at dsalonen@dalecarnegiesd.com.
(c) Dale Carnegie & Associates, Inc. 2005. All Rights Reserved.

Quotable...

"About ninety percent of the things in our lives are right and about ten percent are wrong. If we want to be happy, all we have to do is concentrate on the ninety percent that are right and ignore the ten percent that are wrong. If we want to be worried and bitter and have stomach ulcers, all we have to do is concentrate on the ten percent that are wrong and ignore the ninety percent that are glorious."

- Dale Carnegie

Video Testimony from Dana Corporation

Quotable...

"People are always blaming their circumstances for what they are. I don't believe in circumstances. The people who get on in this world are the people who get up and look for the circumstances they want, and, if they can't find them, make them."

- George Bernard Shaw

Overcoming Worry

“There is a great difference between worry and concern. A worried person sees a problem, and a concerned person solves a problem.”

- Harold Stephens

Fundamental Principles for Overcoming Worry

1. Live in "day-tight compartments."
2. How to face trouble:
   a. Ask yourself, "What is the worst that can possible happen?"
   b. Prepare to accept the worst.
   c. Try to improve on the worst.
3. Remind yourself of the exorbitant price you can pay for worry in terms of your health.

In addition to these principles outlined to help us overcome worry, Dale Carnegie discusses a technique for dealing with our worries in How to Stop Worrying and Start Living. When faced with a worry, write out the answer to the following four questions.

1. What am I worrying about?
   
2. What can I do about it?
   
3. What am I going to do about it?
   
4. When am I going to start doing it?

This method works, according to Dale Carnegie, because, "...it is efficient, concrete, and goes directly to the heart of the problem."

9 Principles from Dale Carnegie's Golden Book

The life-changing principles contained in Dale Carnegie's Golden Book are what inspired him to write How to Win Friends and Influence People.

1. Don't criticize, condemn, or complain.
2. Give honest, sincere appreciation.
3. Arouse in the other person an eager want.
4. Become genuinely interested in other people.
5. Smile.
6. Remember that a person's name is to that person the sweetest and most important sound in any language.
7. Be a good listener. Encourage others to talk about themselves.
8. Talk in terms of the other person's interests.
9. Make the other person feel important - and do it sincerely.

If you'd like to request a free copy of Dale Carnegie's Golden Book, containing all of the principles from both How to Win Friends and Influence People and How to Stop Worrying and Start Living, click here!

Quotable...

"Any fool can criticize, condemn, and complain but it takes character and self control to be understanding and forgiving."

- Dale Carnegie

A Customer Success Story: HDR Engineering, Inc.

"Over the last two years we grew 29 and 24 percent. This year we have a good opportunity to have another year of strong growth. We could not have experienced this growth without Dale Carnegie Training."
-- George Little, President, HDR Engineering, Inc.

Businesses must continually evolve and grow, or risk losing ground to the competition. Some companies grow by acquisition of talent or assets. However, some of the most successful companies leverage their own internal strengths to succeed and increase market share.

HDR, Inc. is a leading architectural, engineering and consulting firm that solves complex problems and manages large projects for both government and private sector clients. In the late 1990s, HDR embarked on an aggressive growth strategy, which hinged on identifying strong leaders to drive the change.

For the company to be successful and achieve a high rate of growth, these technically oriented engineers had to develop the interpersonal and communication skills that would help them build teams, run offices and communicate effectively with clients and their stakeholders.

HDR employees were lead through a fifteen month, multi-phased training program. The twelve-week Dale Carnegie Course was a key component from the beginning. HDR Engineering included the Dale Carnegie Course specifically to help build the communication skills, interpersonal skills and confidence of their highest potential employees.

"I think the key part of the Dale Carnegie Course was that it really broadened us. Public speaking, the collection of your thoughts and communicating them and the perspective of how to develop human relationships is, to me, very effective," said Chuck Sinclair, SVP/Regional Director, HDR Environmental Resources Management Group.

HDR's commitment to employee development has led to extraordinary success. The company is doubling in size every three and a half to four years, and George Little sees a direct correlation between that success and the Career Skills program. He concludes, "I do not think our company would be growing at the rate it is, in a very competitive market for talent, without the development of our people through our Career Skills training, including the Dale Carnegie Course. "Over the last two years we grew 29 and 24 percent. This year we have a good opportunity to have another year of strong growth. We could not have experienced this growth without Dale Carnegie Training."

Carnegie Coach™ - How to Handle Your Busy Season

Question: I’m an accountant and next month is the end of my company’s fiscal year. Every year at this time my department gets extremely busy as all accounts must be closed and accounted for. Many of my colleagues including myself become overwhelmed. What can we do this year to combat the stress of our busy season?

Answer: No matter what business you are in there is always a time of year when workloads are increased! It is very easy to get caught up in your work and become overwhelmed. When you’re inundated with work it becomes easier to overlook tasks and make mistakes, contributing to increased stress. Here are a few ideas that can help you and your colleagues effectively deal with workload and stress during your busy season.

1) Get over yourself – Lose the “if I want a job done right, I must do it myself” attitude. Delegate or enlist the help of others, and trust them to do the job.

2) Learn to make good decisions quickly – Sometimes making no decision is worse than making the wrong decision. Weigh the costs and benefits, ask another person, check your resources, but do it quickly. More times than not something is on hold while you make your decision.

3) Get it done – Get the “tomorrow I’m going on vacation attitude”. Kick up your productivity on all urgent matters, phone calls, and emails. By tying up loose ends before you leave, you can start with a clean slate of tasks and goals the next day.

4) Profit from mistakes - Everyone makes mistakes, however, not everyone takes the time to profit from them. Determine what went wrong and what can be done differently the next time.

5) Don’t over-commit – If you are already over extended or feel that you’re getting close, just say no, many times you don’t need an explanation.

6) Use your breaks – Use procrastination and breaks to your advantage by getting reenergized and boosting your creativity. Sometimes you just need step back and take a break.

If you have any business related questions or would like advice on other workplace issues email us at dsalonen@dalecarnegiesd.com.
(c) Dale Carnegie & Associates, Inc. 2006. All Rights Reserved.

On Happiness...

“It isn't what you have, or who you are, or where you are, or what you are doing that makes you happy or unhappy. It is what you think about.”

- Dale Carnegie

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